Negotiation
Lyubomir Filipov @FilipovG
ZOPA
You always need to know your Zone Of Possible Agreement.
ZOPA
Buyer
Seller
$0
$1000
$500
$1500
Research
Actual price of a product
| Item | Price | Total |
|---|---|---|
| Laptop | $600 | $600 |
| +8GB RAM | $100 | $700 |
| +fast delivery | $50 | $750 |
Status quo -
are you happy with it?
Community
Compassion
BATNA
Best Alternative To a Negotiated Agreement.
Techniques
- Valuation differences
- Economies of scale
- Time
- Expectations
- Risk tolerance
Valuation differencies
Economics of scale
Time
Expectations
Risk tolerance
Questions?
